SALES MANAGEMENT

Emraan
At
Multan
 SALES POMOTION :
promotion done for any transaction
results in earnings.

PERSONAL SELLING : promotion

that brings the human element into
marketing transactions.

SALES PEOPLE : a person whose

prime responsibility is to develop
accounts, work alone, as he is real
player, being non-part of management
makes calls to propects to generate
sales of a product or service.
 SALES MANAGER :
Manager whose responsibility is
to develop people, get job done
through people, coach people,
must be able to sell company’s
plans to company’s
representatives.
His other job description
includes recruiting, Select, train,
motivate, run branch office, look
after key accounts, correspond
with other departments for work
ROLE OF A SALES FORCE IN MARKETING MIX

sales people generate income for the company by conveying

persuasive messages
 NATURE OF PERSONAL
SELLING

SALES PEOPLE ARE MORE THAN PERSUADORS, NEGOTIATORS,

PROBLEM SOLVERS, FLEXIBLE, AND CREATIVE PEOPLE.
MODERN MARKETING CONCEPT
MODERN SALES
APPROACHES
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PERSONAL SELLING IN MARKETING MIX

ROLE OF PS IN
PRODUCT
STRATEGY
¤ product development
¤ Participate in test
marketing
¤ help in product sourcing
 PERSONAL SELLING IN MARKETING MIX

ROL E OF PS I N P RIC IN G ST RATEGY

sales peo pl e & manage rs c an assist i n p rici ng in nu mbe r of ways
.so me ar e :
 PERSONAL SELLING IN MARKETING MIX

ROLE OF PS IN
DISTRIBUTION
STRATEGY
• CHANNEL OF DISTRIBUTION IS THE ROUTE THAT
A TITLE TO A PRODUCT TAKES FROM PRODUCERS
TO ULTIMATE USERS.
 DIRECT DISTRIBUTION
 INDIRECT
direct distribution isDISTRIBUTION
form of ownership indirect distribution is
transfer in which the a form of ownership in
ultimate buyer which intermediaries
acquires title directly are involved which buy
from the and resell the title.
manufacturer of the
product.
PERSONAL SELLING IN MARKETING MIX

ROLE OF PS IN PROMOTION STRATEGY

the presentation of informative & persuasive

messages into a firm’s target market as an
attempt to stimulate sales is PROMOTION
Sales people generate positive attitude and high
level of interest on the part of message recipient.
So PS is vital way of doing it, As it is said
” Nothing Happens Until Somebody Sells
Something”
 WHAT IS SALES
MANAGEMENT
IT IS A MANAGEMENT OF PERSONAL SELLING
FUNCTIOMS. SO TASKS FOR SALES
MANAGER ARE AS:
 ANALYZING
Sales records, Sales people reports, Market trends, etc.

 PLANNING
Setting objectives

 ORGANIZING
Setting up structures and procedures.

 DIRECTING
Staffing & supervising of day to day implementation of sales policies
and programs.

 CONTROLLING
SALES MANAGEMENT CYCLE
VOLUME OF SALES BY TYPE OF
SELLERS
 EFFECTIVE SALES MANAGER
TRAITS ARE
TRAITS
1 CHANGE AGENTS
2 EXTERNALISTS
3 INFLUENCERS
4 DEVELOPERS
5 REVENUE ENHANCERS
6 PROACTIVE
7 INNOVATORS
8 HUSTLERS
9 SCRAMBLERS
10 NETWORK BUILDERS
11 TEAM PLAYERS
12 BOUNDARY CROSSERS
13 RESOURCE SHARERS
 COMMON TITLES FOR THE FIELD SALES
MANAGER
INDUSTRIES TITLES NEED TO DESCRIBE FSM
PETROLEUM MARKETING TERRITORY SALES REPRESENTATIVES
ACCOUNT REPRESENTATIVE
RETAIL REPRESENTATIVE
TERRITORY MANAGER
AREA MANAGER
PHARMACEUTICALS DISTRICT SALES MANAGERS
SALES REPRESENTATIVE
FIELD MANAGERS
ZONAL MANAGERS
PUBLISHING DIVISIONAL MANAGERS
REGIONAL MANAGERS
SALES SUPERVISORS
TRANSPORTATION SERVICES ACCOUNT SUPERVISORS
AREA SALES MANGERS
SALES MANGERS
CORPORATIONS MARKETING MANAGER
GENERAL MANAGER
UNIT MANAGER
OFFICE EQUIPMENT SALES MANAGER
 THE SALES MANAGER’S
BOUNDARY-SPANNING ROLE
 LEVELS OF TRANSITION
THERE ARE 4 LEVEL OF TRANSITION IN A
SALES MANAGEMENT :
2. INDIVIDUAL CONTIBUTOR TO
FUNCTIONAL MANAGER
3. FUNTIONAL MANAGER TO REGIONAL
MANAGER
4. REGINONAL MANAGER TO NATIONAL
MANAGER
5. NATIONAL MANAGER TO GENERAL
SALES MANAGER
 CRUCIAL TRAITS
FOR
FIRST – LEVEL SALES MANAGERS
Motivation -enthusiasm toward all major tasks with no
1 strong aversion to any
required tasks
2 Human relation skills

3 Higher than average energy

4 Ambition - strong personal desire to achieve and advance

Human interaction - appropriate level of enjoyment from
5
dealing with people
Persuasiveness - interest in “persuasive involvement” rather
6
than tendency to “bully”
7 Behavior flexibility

8 Perception of threshold social cues - sensitivity

9 Intellectual ability

10 Personal impact - i. e., charisma